Reference
Desk
Glossary
Compromise
A compromise or agreement is the package
(combination of options across all issues) that both negotiators jointly
agree
upon after exchanging a sequence of offers.
Issue
A topic of discussion that is of particular interest in a
negotiation.
Each issue has a range of alternatives or options, one of which must ultimately be
agreed
upon by the negotiators in order to achieve a compromise.
Logrolling
A kind of trade-off between two or
more decision makers: giving favours or making concessions on
condition of receiving other favours.
Offer
A combination of options (a package) that is
sent
by one negotiator to the other. In INSPIRE, an offer consists
of a package plus an optional message.
Option
One of the alternative values that an issue can
take. For example, the issue "Tolerable product
failure rate" may
have the options "3%", "5%" and "10%".
Package
A particular combination of options that has
been selected across all the issues. For
example:
| Price | $3000 |
| Payment | Upon delivery |
| Failure rate | 5% |
is a package.
Prenegotiation
Prenegotiation is the first phase of a negotiation. It refers to the
initial period (prior to exchange of any offers) when one prepares for
the negotiation. Some activities involved in this phase include
problem definition, preference elicitation and evaluation of
alternative packages.
Post-settlement
A "settlement" is the same as an agreement or compromise, and "post-settlement" refers
to the
period after the first compromise has been achieved.
Trade-off
A trade-off is an exchange process in which a decision maker
gives up partly on some issues so as to gain on other issues.
Utility function
A "utility function" is a subjective measurement that expresses the
relative value of different packages by
using a numerical scale. The numerical scale used is arbitrary,
typically ranging either from 0 to 1 or from 1 to 100. The minimum
number expresses the least desirable and least preferred
package. The highest number represents the most desirable and
preferred package.
